Steal from Healthcare.

A healthcare company with a truly unique niche follows three steps with new patients.  First, they get to know the patient as a person, learning about her life story, likes and dislikes.  Next, they do a clinical assessment to understand the patient’s physical situation.  Only then do they prepare a plan of care.  Now switch gears to marketing and try the same thing.  How can you get to know your customers or prospects at a deeper level?  What research can reveal their deeper needs?  Armed with that information, how does your plan change?